Earlier today I received a great question from a customer that I thought would be helpful to you as well. She is a customer of the Client Getting P.L.A.N. but her question is common among any consultant or solopreneur that has made even just one sales call via the phone.
I got a bank to speak to me and show interest in doing a Lunch-and-Learn. Here is my question.. He wants me to send him “more” information. What do you suggest I email to him? I now have a page on my website for Lunch and Learn, maybe just send him there?
My response below may surprise you a little bit. But its important to understand that when someone asks you to send them something in the mail nine times out of town it is a nice way to blow you off!
When we send something in the mail we immediately lose control of the situation and its vital for us to maintain control for as long as possible. With that in mind, here’s my response…
Yes I would send him to your website. Do you have a video on it with you explaining the benefits and value of providing L&Ls? If not make sure you include the reasons why he should want you to do an L&L for his customers.
Unfortunately, in my experience, when someone asks to be sent information it is a kind “blow off”.
Instead of agreeing to send it to him, next time you can say something like, “Instead of sending it do you mind if I bring it by personally?” Or “Instead of mailing it do you have 5-minutes now and I can show you a private webpage that explains everything?” The key is to actually get him the information where you still have control.
If he gives you any resistance you can say what I say which is… “Mr. ____ can I be honest with you about something?” Of course they always say yes. Then I say, “Almost 100% of the time when someone asks me to mail them the information it is simply a nice way of blowing me off.” Then I laugh a little bit and say, “Is that happening here? Its okay to be honest with me.”
Then regardless of how they answer you can re-emphasize the value and benefits of these lunch and learn presentations. And explain how it would be best to meet in person, even for 15-minutes, so you can explain it further and answer questions. Or you can schedule dedicated time on the phone to take him to a web page and go through the details.
Hope this helps.
This is a “Sales Hack” that most people won’t use because they don’t have the guts to basically call someone out when they are trying to blow us off. But if you do it in a professional way it actually will help you build the relationship because you’re being upfront and honest and you’re asking them to do the same.
No one like to waste time. Eliminate that by being straight with them and ask them to be straight with you!